Sales is not just about closing deals. Leadership and sales are, at their core, both about helping people achieve what they didn’t think was possible. But in order to effectively help people, you need to master the skill of sales.

In this episode, we’re joined by Mark Hunter, renowned sales strategist, speaker and author known as The Sales Hunter, to explore the timeless overlap between selling and leading.

In this episode you will learn:

Why trust is the foundation of every sale (and how to build it)
How discovery calls are being misused (and what to do instead)
The connection between value, risk, and decision-making
Tips for prospecting in the AI era
The three most important assets every sales professional should protect
How great leaders show up for their people

Timestamps:

00:16 – Sales and leadership: Eisenhower's D-Day message

01:50 – The real purpose of the discovery call

03:57 – Authenticity over slide decks

04:52 – Will AI replace salespeople?

06:28 – Risk, value, and the importance of trust

07:38 – How trust combats indecision

09:15 – Mapping customer problems upstream and downstream

10:41 – Selling with insight into your customer’s customer

11:33 – Using AI to personalize sales outreach

13:41 – Tips for expanding access to stakeholders

16:10 – Happy talkers vs. true decision makers

18:04 – The role of social media and personal brand equity in sales

19:24 – Why every rep needs a personal brand

21:24 – How to build content discipline in B2B sales

22:24 – Great leadership traits in sales managers

24:44 – Leading with integrity and taking ownership

28:06 – The leadership lesson that shaped Mark’s career

31:56 – Supporting reps during tough quarters

33:00 – Time: your most valuable asset

33:46 – Mark’s 3 most important career assets: time, mind, and network

35:16 – Diversifying your network like an investment portfolio

37:29 – Can virtual onboarding work for sales reps?

39:44 – Simple KPIs: Mark’s “5 conversations” rule

41:10 – Why sales is a lifestyle, not a job

42:47 – The importance of continuous learning

44:25 – Charlie Munger’s mindset on lifelong learning

44:37 – Final takeaway: why you owe it to prospects to reach out

Resources & Mentions:

The Sales Hunter Website: https://www.thesaleshunter.com/
The Sales Hunter Podcast: https://thesaleshunter.com/podcast/
Sales Logic Podcast: https://www.saleslogicpodcast.com/
Follow Mark on LinkedIn: https://www.linkedin.com/in/markhunter

Connect With Us:

Uplevel yourself and your team with our trainings: www.learnit.com
Email us: podcast@learnit.com
Follow Damon on LinkedIn and Instagram for more updates!

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